A Sales Meeting Booking Engine for Nurturing SQLs

Written By Jared Zweben

Overview

Supporting a next-gen warehouse solution for small and medium-sized businesses, Full Inbound developed a formal web-based tour booking process using HubSpot Marketing Hub Professional and HubSpot Sales Hub Professional. The process used location-specific calendars (meeting links) and was further supported with automated SMS texting and marketing emails. The generated leads were added to and funneled into transactional-focused nurturing workflows. 

Problem

Leads and prospects were confused about the process of scheduling a tour of the warehouse facility, and the sales team was overwhelmed with fielding calls from people trying to schedule a tour. We were tasked with automating this process with touchpoints that included:

  • Scheduling the tour - find a way to allow the user to schedule the tour themselves without having to call and automatically add it to the calendar for the on-site manager

  • Tour reminders - remind both the prospect and the on-site manager about the tour at predetermined times

  • Followup communications after the tour - nurture the prospect after the tour to ensure that they stay engaged with the sales team throughout the decision-making process

Solution

We strategized and implemented an automated booking engine for the company. This engine included location-specific landing pages with forms for prospects to submit their information, a link to reserve a time with an on-site facility manager, and a sequence of automated follow-up emails and text messages sent to the prospect at predetermined times depending on the time and date of the tour.

Image of a workflow

Results

  • 8,200 new contacts were created in six months through the booking engine

  • 32% average new contact to booked tour rate across all locations

  • 7% average new contact to signed lease rate across all locations

Jared Zweben
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